"The Navigator" News Blog
The Five Biggest Changes in Selling
The sales profession has seen more changes in the last ten years than in the eighty previous. Here are the five biggest. We live in a new world of selling. My career started in 1990, and I … Continue reading The Five Biggest Changes in Selling
Building a Sales Culture
Success in sales isn’t just about activity – it’s about your company culture. In my years of experience in working with (and for) companies large and small, I have discovered that there is a common element … Continue reading Building a Sales Culture
Product Selling? People Still Do That?
There’s no such thing as “product selling” these days. I had an interesting experience yesterday. While being interviewed for an article in Office Products International, a London-based publication catering to the office products industry, the interviewer … Continue reading Product Selling? People Still Do That?
How Do I Get My Salespeople to Stop Discounting?
Your price is a declaration of value. Your comp plan is the part that tells the truth. Stop treating it as a willpower problem. Your salespeople discount because your system makes discounting the easiest way to … Continue reading How Do I Get My Salespeople to Stop Discounting?
Coaching Salespeople on Price: Stop Giving It Away
Most price negotiations aren’t started by the customer. They’re started by your rep, in one sentence. Coaching salespeople on price starts with the language, not the willpower. In most deals the negotiation doesn’t begin when the … Continue reading Coaching Salespeople on Price: Stop Giving It Away
Ancillary Charges Cost You More Than They Make!
Thinking about adding a line to your bill? Think carefully. You may end up worse off. I had an interesting comment last week from a client, and it reminded me of an experience I had a … Continue reading Ancillary Charges Cost You More Than They Make!
If Your Cold Calls Aren’t Working, It Might Be You
We can all learn from sales experiences – even bad ones. “Heyyy, Troy? This is Chadwick. Does that name ring a bell?” I drew a blank. “Nope,” I said. “Uh….wow…that’s kind of a problem, man. Ummmm….well, … Continue reading If Your Cold Calls Aren’t Working, It Might Be You
WHAT EXACTLY DO YOU EXPECT YOUR CUSTOMERS TO BUY?
Are you telling your customers what they need to know in order to buy? Last weekend, I judged at a high school debate tournament here in Kansas City. Longtime readers know that I was in debate … Continue reading WHAT EXACTLY DO YOU EXPECT YOUR CUSTOMERS TO BUY?
Are You Bringing Emotion to a Logic Fight?
If you’re still selling on emotions, you’re using outdated techniques. “People buy emotionally,” said the veteran salesperson. I was talking to this salesman at a regional association conference; I’d given a workshop that day on hiring … Continue reading Are You Bringing Emotion to a Logic Fight?
Dealing With Emotion in the Sale
This week, we’ll deal with what emotion should be in the sale, and what emotion shouldn’t. Last week, we discussed the fact that in the information age, logic trumps emotion the vast majority of the time … Continue reading Dealing With Emotion in the Sale
